Overview

This five-day sales course covers how to design and lead a high-performing sales team

You will learn effective strategies and tactics as well as interpersonal leadership

Topics include sales strategy and management, team motivation and sales negotiation

After this course you will be able to:

  • Develop your leadership style to maximise team performance.
  • Understand the importance of changing behaviour, not just developing skills.
  • Improve team performance through motivation and leadership.
  • Develop a negotiation strategy that supports rapport building and assertive conversations.
  • Use the most appropriate strategies and tactics for effective negotiation.
  • Get past deadlocks and achieve profitable agreements.
  • Move from transactional selling to strategic selling.
  • Understand how to analyse a customer and create a stakeholder heat map.
  • Take an emotionally intelligent approach to selling that builds long-lasting trust and strong relationships.
  • Create a structure for building a strategic account plan that will maximise success within an account.

Who should attend?

This is an advanced-level course designed for learners in senior roles, aspiring to mastery and innovation. Learning is pitched at a level to help you to synthesise best practice and direct strategic implementation.

Learning outcomes

  • Develop your leadership style to maximise team performance.
  • Understand the importance of changing behaviour, not just developing skills.
  • Improve team performance through motivation and leadership.
  • Develop a negotiation strategy that supports rapport building and assertive conversations.
  • Use the most appropriate strategies and tactics for effective negotiation.
  • Get past deadlocks and achieve profitable agreements.
  • Move from transactional selling to strategic selling.
  • Understand how to analyse a customer and create a stakeholder heat map.
  • Take an emotionally intelligent approach to selling that builds long-lasting trust and strong relationships.
  • Create a structure for building a strategic account plan that will maximise success within an account.

Outline

Days 1-2: Managing and Motivating Sales Teams

  • Roles, Responsibilities and Relationships
  • Sales Planning and Systems
  • Lead and Motivate the Team
  • Making the Most of Performance Reviews
  • Communication – Meetings and Briefings

Day 3: Sales Negotiation

  • Planning your Negotiating Strategy
  • How to negotiate creatively
  • Building Rapport – The buyer as a person
  • Tactics and Techniques

Days 4-5: Sales Strategy and Management

  • Sales methodologies and their impact on the customer value
  • The truth about stakeholder analysis and how to manage across multiple levels within an account
  • Using emotional intelligence within an account to manage relationships and maximise trust
  • Building a strategic account plan
ISOC trainers

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